More by Vi-An

This month, millions of students are getting their college diplomas—and many of them have no idea what’s next. But that’s okay, says GolinHarris CEO Fred Cook, author of the new book Improvise, because there are lots of different ways to find success. In the excerpt below, he reveals one of the secrets to acing a job interview.

A recent study from Northwestern University concluded that the hiring process is a lot like dating. Hiring managers at elite professional firms tend to evaluate candidates as if they’re new friends or potential romantic partners. Rather than focusing on an individual’s qualifications, interviewers look for people that they would like to hang out with and whose experiences are similar to their own. Just like on a date, a spark occurs when those commonalities connect. If the interviewer ran the Chicago Marathon and discovers you did—spark. If you both lived in France—spark. If you both love to cook—spark. Three sparks and you’re in.

Homework is the secret to igniting those sparks. The more you know about the interviewer, the more likely they’ll like you. The more you know about the company, the more likely they’ll hire you. The more you know about the job, the more likely it will be a good fit.

I remember interviewing one geeky graduate named Gary Brotman for his very first job out of school. He was clearly agitated about meeting me and awkward in his new suit. Gary had no previous PR experience, but he did have a three-ring binder stuffed with information about our agency and me. Over the course of our 30-minute conversation, I realized he knew more about my company than I did. Maybe he did that kind of homework for every interview. I’ll never know because I hired him on the spot. Gary had an insatiable curiosity that he unleashed on every client he touched. He studied their businesses, mastered their technologies, and brought them ideas. Which is why, after five years, one of them wisely stole him away from us.

After the interview, don’t send a thank-you note, especially not a handwritten one. Those are fine if you have received a gift or a bonus. But when you want a job, within 24 hours send an email that continues the conversation by addressing a point you missed or elaborating on an answer you gave. Make reference to something you were told, to prove you were listening. And remind them of the sparks.